Insights for Effective Networking In Asia
By Michael J Griffin
7-minute read
Networking in Asia is somewhat different than networking in North America. In this blog, I wish to reconcile Jeffrey Gitomer's "Little Black Book of Connections" advice with the practical experience I have gained as an executive in Asia for over 30 years networking and building relationships in business. Here's a concise summary of Jeffrey’s key points with my Asian perspectives on each:
Networking is about giving, not getting. Focus on how you can help others. Agreed! In most Asian cultures small gifts are appreciated. Another technique I employ with senior executives is to send them research on a topic of their interest and sometimes even a book! You may find in introductory situations you must give a short history of your expertise and success before gaining the trust of others for them to reveal their side of their story.
Build relationships before you need them. Don't wait until you're desperate for a connection. Relationships in Asia are not “Microwaved” but developed in a slow cook “Crockpot.” Be patient yet persistent in nurturing relationships from a transactional low trust baseline to a mutual sharing relationship.
Become known as a resource. Provide value to others consistently. Excel in your area of expertise in the marketplace. Show this by having certifications, client lists and writing regular blogs where contacts can check you out before meeting you. More on social media later. Your website should be up to date and project a presence of helpful expertise.
Be genuine and authentic in your interactions. Practice active listening to open the door for stronger relationships. Being an excellent listener in Asia has a very high value. Show you care by being fully “there.”
Master the art of small talk and conversation starters. In the multicultural environment of Asia, you are more likely to be asked “where are you from” than “what do you do?” Most Asians are very proud of their ethnic heritage. Make sure you learn about the cultures you network in and ask curious questions about the culture, food, and travel sites, ect. This helps the person to warm up so you then can move to business.
Always carry business cards and use them effectively. Added to Jeffrey’s point, have your hand/cell phone ready to scan electronic business cards of both of you. Business cards are usually given at the beginning of an interaction. This gives both parties the chance to learn a possibly foreign name and the position in their company as respecting hierarchy is very important.
Employ Respectful Communication: Some Asian businesspeople may speak less due to less comfort as English can be their second or third language. Avoid assuming they are not driven professionals just because they are quiet or reserved. Pauses during your conversations may be needed. Pauses or a slower interaction can be perceived as having wisdom.
Aware of Hierarchical Relationships: In most Asia cultures, hierarchical relationships are respected. Be mindful of titles and positions when interacting with business associates. Be aware how low position level staff are acting with deference and respect around older, richer and higher level leaders.
Avoid Criticism: Criticizing or arguing in public can cause loss of face and damage relationships. Maintain self-esteem and avoid public displays of anger or disrespect as they will be seen as uncouth and culturally inappropriate.
Make Family Priority Topic: Family often takes precedence over business in many Asian cultures. Be respectful of this priority when interacting with business associates. Even better, connect to Asians by asking about their families. Share photos of your children. This can be a real ice breaker.
Follow up promptly after making new connections. Send an email or text thanking the person. Make sure you can use WhatsApp as well (in China WeChat). If an Asian allows you to connect on these platforms you are gaining trust.
Cultivate a positive attitude with a secure sense of humility and poise in your networking efforts. Don’t be a shy child, but be a humble yet secure leader who is gracious in introductory conversations. Remember when relating in cultures different than your own, you are an ambassador of your country and company. Smiling with true warmth is part of most Asian cultures! Being too assertive maybe seen as “brash.”
Attend events and join organizations where your ideal connections gather. Same for Asia. Join clubs or organizations where “birds of a feather can flock and network together.” For example, I have joined Vistage in Malaysia, the CastleAsia network in Indonesia, and the Singapore Maxwell Leadership WA group.
Use technology and social media to enhance your personal brand, but not to replace, personal connections. Agreed. But make sure your social media posts represent you as a respected, trustable resource. LinkedIn is a must in Asia for business and make sure you post regularly. Many Asian leaders still have secretaries or screens. Treat these people with the same respect as the person you are trying to connect to.
Learn to ask for introductions and referrals effectively. Referrals are still the best way in Asia to meet new people outside of your circle of influence. Cold calls or abrupt efforts usually are met with rejection. Give referrals to get referrals as seen in the first point. Trusted referrals is the door opener to building relationships. Read Fons Trompenaars Cultural Dimension of “Specific versus Diffuse” to understand this better.
Continuously expand your network by meeting new people regularly. I can remember in my junior year in university, I made myself a pledge that I would meet at least one new person every day! Why not make this pledge yourself? This practice will greatly improve your networking ability no matter where you are in the world!
Read Riding the Waves of Culture. This book by Fons Trompenaars and Charles Hampden-Turner is a must read for the cross-cultural networker. Up your cross-cultural networking EQ with the wisdom found in this very fascinating book.
Networking is a skill that can be learned and improved with practice. Employ these tips and see your confidence and enjoyment grow when you network in Asia!
Michael J Griffin
CEO and Founder ELAvate
Cross Cultural Networker